Aon Hewitt UK Sales Compensation Survey delivers a comprehensive source of information on sales policies and pay practices across 44 organisations, 14 industry sectors and 71 unique sales compensation plans in the UK. In addition to the market, economic and regulatory update, the report also provides specific data and expert commentary on: 1. latest changes into pay-mix 2. performance matrices 3. governance and funding 4. plan effectiveness and numerous other topical issues affecting sales compensation in the UK. To learn more please contact nishant.mahajan.2@aonhewitt.com or visit our website http://bit.ly/WHBOUp

1. UK SALES COMPENSATION SURVEY
2012/2013
SALES COMPENSATION SPEND
PLAN EFFECTIVENESS
RECOGNITION SCHEMES
PERFORMANCE MEASURES
CUSTOMER SERVICE
PAY-MIX
Aon Hewitt
Copyright The Surgery 2013 ©
To learn more please contact nishant.mahajan.2@aonhewitt.com
or visit our website http://bit.ly/WHBOUp
100
%
OF ALL PARTICIPATING
ORGANISATIONS WERE
FOUND TO OPERATE
ONE OR MORE STAFF
RECOGNITION SCHEMES
70%OF PARTICIPATING
ORGANISATIONS USE
PERFORMANCE THRESHOLDS
49%
OF PARTICIPATING
ORGANISATIONS USE
PAYOUT CAPS
ONLY
15%
CUSTOMER
SERVICE IS THE
LEAST POPULAR
AS ONLY
OF COMPANIES
USE IT AS A
PERFORMANCE
MEASURE
10%
CUSTOMER SERVICE
IS ALSO THE
LEAST WEIGHTED
PERFORMANCE
MEASURE FOR UP TO OF COMPANIES
£
FIXED:VARIABLE PAY-MIX
VARIES BY NATURE OF SALES
ROLE, TYPICALLY BETWEEN
60:40
&
70:30
54%
ONLY
OF PARTICIPATING
ORGANISATIONS RATE
THEIR SALES INCENTIVE
PLANS AS EFFECTIVE
OF PARTICIPATING
ORGANISATIONS DO NOT TRACK
THEIR SALES COMPENSATION
SPEND AS A PERCENTAGE OF
REVENUE OR OTHERWISE
93%
The survey covers data from 44 companies across 14 industry
sectors, operating 71 unique sales incentive plans